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Fairfax, VA USA
Joined February 2009
Judy Schramm retweeted
Here are some of my favorite startup sales learnings over the years ... 1. 0-1 sales talent does not exist. Founders, this is you. 2. Product/market fit is (almost) always found in adjacent markets. Don’t handcuff yourself to Day 1 market vision. 3. The demo should never be focused on the product. 4. You need to understand their buying process before you build/define your GTM. 5. Unlocking product/market fit is a process of elimination (like science), NOT a hedge. 6. If the problem is not currently being measured or managed, it’s likely not a priority for the prospect, today. 7. Specificity is fastest way to build market trust — “Wow, I feel like you understand this better than I do.” 8. The quality of your questions is critical for discovery; the quality of their questions is critical for intent. 9. Your niche is not a random starting point. It’s a GTM strategy to prove the experiment with Act 1. 10. Building a working GTM will take longer than building a working product. 11. Give yourself 18-24 months in the market to be invalidated, rejected, and redirected. Founders will also be "Head of Sales" for this period. 12. Consistency is the only way to unlock repeatable themes. Controlled conversations (i.e., experiments) are critical. 13. 80% of early sales is getting them excited by YOU, the Founder — how you see the world (vision) and how you uniquely solve their specific problem today. Hint: the founder is the 'product.' 14. A seed-stage startup should never have a VP of Sales. 15. Channel partnerships are a colossal waste of time. If you haven’t sorted it by going direct, don’t expect another party to. 16. Traction/success abroad seldom puts you further ahead in the U.S.; in fact, it often requires unwinding. 17. If the primary need is being over-served, focus on the secondary need. This is for ‘red ocean’ markets. 18. Someone asking for more features is (almost) never an early adopter. Easy and lightweight is how to test unproven partners ;) 19. The sales team should never lead the product roadmap. 20. SMB is not easier than enterprise. And, there is no such thing as mid-market; it's 'upper-end small business' or 'lower-end enterprise'. 21. Never expect the user to sell to the buyer on your behalf — go direct to the buyer -- in many cases, users can be a blocker. 22. If you did not co-write the RFP, you are likely just a checkbox in their buying process. 23. Enterprise deals are all about expansion opportunity -- if you’re not expanding by a multiple YoY, someone is not doing their job 24. In the enterprise, sales get 'closed' via text. 25. A startup should never wait on the product to go to market.
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Best advice I ever got: think like a VC when looking for tech job. It led me to joining Rippling ($11B+) before its Series A. It changed my life, so I built a free tool to help others. We expect that each company listed on Prospect will grow at least 2X over the next 4 years:

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Contrary to what you'll see on YouTube, only a tiny percentage of business owners/founders are under 35.
$10T+ in assets is changing hands now. The owners are grey-haired boomers ready to put their feet up. ...Right? That Silver Tsunami actually might not happen how we thought. Here's why:
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Judy Schramm retweeted
When Founders suggest that their product isn't ready to sell, they think sales is about selling a product. Early-stage startup sales is about getting them excited about YOU (the Founder), how you see the world differently, and, most importantly, how you can uniquely solve their specific problem. Do not delay Founder-led sales because you're waiting for the product to be finished. Bring mock-ups to the conversation, high energy to learn and go deep on their problems, and capture market insights on Day 1. You're selling a reason/perspective as to why they need to solve the problem OR solve it differently -- this is the concrete (non-abstract) defense necessary to get many new purchases over the line today.
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Judy Schramm retweeted
Dear anyone who wants to be a "creator" or "build an audience" in 2024. There's something you should know... Here are a few of the non-obvious lessons I've learned building a 500k+ followers & 100M+ downloads: #1 - WHO follows you is far more important than HOW MANY people follow you. YC tells founders "you'd rather have 1,000 customers who really love your product than 1,000,000 people who just kinda like it" I have similar advice for making content. WHO follows you is way more important than HOW MANY people follow. Followers & subscribers are the fake t*tties of content. They're a distraction. Ignore them. Would you rather have 1,000,000 people, chosen at random follow you? Or half of Fortune 500 ceo's love your work? You're not 'buliding an audience', you're actually building a 'magnet' which attracts a certain type of audience. Create the content that will attract the type of fan you want. #2 - You want to be "known well", not "well known" Fame is the wrong goal. You want a narrow set of people to know a lot about you. Become famous within your bubble. How do you become "known well"? You have to share stories, hopes, dreams, fears, & obsessions. Teach your audience the 5 D's: *Done - what have you done? what's your track record? *Deliver - what do you offer people who follow you? *Do - what do you do for work? for fun? *Dreams - what do you want outta life? (eg. Gary V wants to buy the Jets) *Dork Out - what are you really into? what do you collect? If you do this, you'll magically notice that the more content you create, the luckier you get. Your fans will know what articles to send you. What deals to invite you into. What concert tickets to give you. What introductions to make. #3 - OK that was a long answer- which reminds me. There's no such thing as too long, only 'too boring'. #4 - Don't worry about your writing style or production quality. A+ content with C- delivery is a great starting point. C- content with A+ delivery is a death trap. Don't waste hours on packaging. Spend years living an interesting life, so that you actually have something interesting to say. #5 - Create a binge bank Your content should be bingeable in a 1-3 hour sitting. Let people stumble down the rabbit hole of YOU. A lot of content will get no attention, until you finally break thru...and then your back catalog of content becomes super important. #6- The rule of 100 People ask @MrBeast for youtube advice. He tells them all the same thing: - everyone sucks at the beginning - make 100 videos - each time, try to make one thing better (eg. the hook, the thumbnail, etc.) By video 100, you won't need his advice. You'll be winning. Put in 100 focused reps before expecting results. #7 - Pick the platform that suits you Every platform works. Long form. shortform. text. video. podcasts. Don't tangle your brain trying to pick the "best" platform. They all work. Pick the one you enjoy doing. If you like writing, write. If you like short videos, do that. #8 - No matter what platform you pick, don't stop writing Writing is thinking. Good writing is good thinking. Writing is like a doctor's checkup for your brain. #9 - People don't want information, they want a feeling. Think of your channel as a little shop at the world's most crowded market. People don't follow you because of what you know. They follow you because of how you make them feel. Give them the feeling once or twice, you get a follow. Give them the feeling daily, you get a diehard fan. MrBeast makes people feel happy. James Clear sells the feeling of control over habits. Tony Robbins sells inspiration. Soul Cycle sells a satisfying sweat. Figure out what emotion you're selling, and then do it consistently. and lastly (and most importantly): the golden rule of life is "treat others the way you want to be treated" well, the golden rule of content "retweet @shaanvp the way you want to be retweeted!"
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Judy Schramm retweeted
Do you know an entrepreneur who would love the challenge of presenting to an audience of 200 founders? In exchange, I'd be happy to offer a free trip/stay at a 5-star resort in Mexico (plus an invitation to an amazing group of founders). The catch is that they would have to present (20-30 minutes) and genuinely enjoy the prospect of attending our Mexico event as an attendee. We're hosting the event at a beachside 5-star resort in Playa del Carmen on May 6th, 7th, and 8th. For years, we've recruited nearly all of our presenters from our community, and we will continue to do so, but this year I’d like to get a few outside voices who are doing interesting things. We've had so many amazing entrepreneurs on the come-up share at our events, maybe you can be next? Previous speakers include @robwalling @sivers @markmanson @ClayCollins @lkr @allenwalton @nathanbarry @noahkagan @jodie_cook @LucyBellaEarl and countless others (most of whom are not on x regularly). A little bit about us and our process: -We have a speaker coach to help you! We've never had a professional speaker. We love to hear stories from founders who are in the trenches. -We are founders too. Every single attendee is a vetted entrepreneur. -Our members are total business nerds. 24% are women. 33% 1M+ revenue. There’s a wide variety of business models: SaaS, Ecommerce, Agencies, Productized Services, Publishing, etc. -Our members love to travel often and meet each other all around the world. -Lots of deals happen at our events, but we’re primarily there to learn from and we prioritize building relationships with each other. -Our favorite talks show the details of what you're doing, mistakes you've made, and what you've learned. -We rarely accept talks that create direct monetary value for your company, so no stump speeches or top-of-funnel stuff. We’re looking for a unique, founder-to-founder inside story of lessons you’re learning in the trenches. -In-progress stories are okay, it doesn't need to be 'buttoned up’ or have some enormous win. Entrepreneurship is a process, we’re cool with seeing how you’re approaching it. -We keep everything confidential unless you want to publicize it, we can provide you with photos and videos on request. -It's a generous room. We know building a business is tough, it's time to let your guard down and share with peers vs. 'being the expert.' If you know anybody who would like to meet 200 founders in an incredible environment, DM me (email me [email protected]) or reply to this tweet! Our community has always been about optimizing for serendipity with bright practitioners, maybe this post can do the same! We have 2 spaces available, I’ll gather the list in the coming weeks and make a decision hopefully by year's end. Appreciate you sharing this with anyone who fits the bill.
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Judy Schramm retweeted
Who's launching on Product Hunt soon? 🏆 After I got "Maker of the Year 2022", I worked on this guide to share what I learned by launching more than 10 times Want it? Reply OR retweet and I'll send it to you 👇
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Flights from the East Coast to Europe are reaching speeds over 700 mph thanks to a roaring jet stream. This same jet stream will energize powerhouse #StormCiarán which will slam into Britain and France Wednesday night. More info on Ciaran: washingtonpost.com/weather/2…
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What's the difference between Venture Capital and Private Equity? A lot... Read on:
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SF is still leading. Regardless of how much we talk about VC & startups shifting out of the Bay Area, it’s still very clear it’s a leading market. Also interesting to see that Miami still isn’t high up. Are you surprised by this?
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Noting -- our declaration of fall doesn't mean sweater weather just yet, it just means it won't be persistently hot. Lots of 80-degree days ahead. Gotta say, this forecast is pretty delicious...
🍂Are you ready? We declare summer OVER in DC. That means we don't see much potential for sustained 90-degree weather. But we do see LOTS of nice days ahead.🍂 washingtonpost.com/weather/2…
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At @HarlemCapital we see 4k+ pitch decks a year Here are the the 10 slides you should have in your pitch deck A THREAD 🧵
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Judy Schramm retweeted
Steph Mui
@stephmui12 Jul 2023
given my former vc experience, i get asked frequently by other founders about how to navigate term sheet negotiation with vc's i wrote an essay with all my learnings with @OpenVC_ about: - how and why different VCs (given fund structure, size, culture) require different negotiation tactics - what VCs care about and how you can use that to your advantage to get more favorable terms - books/resources that really helped me when raising link to read below:
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Exceptional founders over communicate.
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People always underestimate the importance of great storytelling for early stage startups (helps with fundraising, customer acq, top talent acq, etc) The importance can’t be overstated!!!
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Judy Schramm retweeted
🗞My newsletter is out! In it, you’ll find... 🏳️‍🌈 Pride & LGBTQ+ market 📊 VC industry diversity breakdown ✅ Early-stage funding checklist 💰 List of VCs investing in diverse founders ✨ Funding opportunities & more
 Check it out below! lolitataub.substack.com/p/em…
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Judy Schramm retweeted
💰Early-stage women AI startup founders: there's a community of investors who want to back you. Reply with your deets so we can reach out to you. 🤩 Co name 1-line description: 🔗 Co url: 🌱 Stage: 🌎 Geo: 🚀 Post-product + revenue: Y/N 👀 Fundraising: Y/N 💰 Have a lead: Y/N
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Judy Schramm retweeted
Y Combinator has been quietly building a portfolio of incredible AI startups. The next wave of AI products are about to change the world. Here are 10 new YC AI companies to pay attention to: (W23)
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Judy Schramm retweeted
Google is in trouble. I got early 'Alpha' access to GPT-4 with browsing and ran some tests. Here are 8 crazy things I found:
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